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My take on the only 5 account objectives that exist. If you don't know where you're going, it's hard to get there. ;-)

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Page 1: Account Objectives

1

You Are Here

Expanding and penetrating

an account to reach its full

revenue potential.

Prospecting and selling an

account to earn their

business.

Winning-back a

desirable account that

slowed production or

stopped doing

business with you.

Choosing to stop

doing business with

an account.

Keeping an account active at its

current level of business.

Choosing to not

acquire an prospect.

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